My guest today is one of the world's leading authorities on LinkedIn & Social Selling. With over 16 years of sales and sales management experience, an audience of over 600,000 LinkedIn followers, millions generated from social selling, and content reaching millions every month, there are few out there in the marketplace who have achieved as much as he has. He is now on a mission to help as many businesses and salespeople learn how to generate more sales with LinkedIn and Social Selling.
  • Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

 

3 Value Bombs

  1. We’re not salespeople. We are humans helping humans. Never forget that!
  2. People are more digitally active than they’ve ever been. The pandemic has done nothing but increase the number of customers and prospects who are engaging using social media. As a salesperson, you have to evolve and pivot in order to continue to experience success.
  3. Effort & Creativity: Effort – Make an effort. Do your homework. Do some research. Research their content; research their profile; visit their website. Don’t just research them. Research other people like them in their company. Creativity – Find unique ways to communicate your value to them.

Sponsors

VIRTUAL SALES TRAINING PROGRAM & PLATFORM: Our virtual training has helped thousands of people and companies turn-around sluggish sales. The mobile-enabled, innovative, flexible training is rooted in human behavioral psychology and provides easy-to-consume, on-demand training for sustainable results.

SALES STRUCTURE PARTNERSHIP: Accelerate your growth with a customized partnership! This partnership includes onsite coaching and role playing for skill reinforcement, 1:1 work with Jeremy Miner on your specific product or vertical scripting (aligned to the new model of selling) and coaching support and alignment for your sales managers and/or sales coaches.

Show Notes

**Click the timestamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: The Million-Pound LinkedIn Message: Secrets To Social Selling – with Daniel Disney

3:15 I want to dive right into your story and your background and give our listeners a feel for how you arrived at this point where you are one of the elite authorities on sales and leadership. Please tell us a little bit more about your background and how this all started for you. How did you learn all these skills?

  • We are humans helping humans.
  • It’s all about helping people.

6:03 Let’s talk about your book The Million-Pound LinkedIn Message. Why did you write this book?

  • 1. To Help salespeople. 
  • 2. Most of our LinkedIn inboxes are filled with terrible, spammy messages.
  • 3. To tell his story. 
  • 4. 25 templates you can use effectively on LinkedIn.

7:14 Let’s talk about Social Selling. We all hear about the latest craze which is Social Selling, but in your mind what does that actually mean? 

  • Social Selling is leveraging social media to create sales.
  • There is a difference between Social Marketing and Social Selling.
  • Daniel doesn’t want to just sit back and wait for leads to come to him, instead he wants to proactively create leads.
  • It’s doing everything you use to do as a salesperson only using social platforms.

8:29 A lot of companies are saying that LinkedIn has become a huge distraction for salespeople pulling them away from revenue-generating activities, what are your thoughts on that?

  • Daniel gets this question all the time. Companies don’t know what they don’t know. Most don’t understand the potential and how to most effectively utilize it.
  • You can’t stop your salespeople from using social media. If you try, you will just create a negative culture that may drive them away, looking for opportunities elsewhere.
  • If you trigger sales resistance with your messaging and the way you communicate, sales is going to become very difficult. It will be a numbers game for you and it simply doesn’t have to be that way for you when you learn the right skills.
  • It’s all about the quality of the conversations you have with your prospects, not the quantity if you want to be the very best at what you do.

 11:13 Why is LinkedIn so crucial for salespeople right now to help them make more sales? 

  • People are more digitally active than they’ve ever been.
  • The pandemic has done nothing but increase the number of customers and prospects who are engaging using social media.
  • As a salesperson, you have to evolve and pivot in order to continue to experience success.
  • You have to have the right skills and the right training to help differentiate you from your competition.
  • You need to reference as much relevant, personalized information as you can.
  • Your messages need to be shorter and more powerful.
  • Your messages need to contain something valuable not to you, but to your prospects. The more you make your messaging about them, the more likely you are to get a reply.

16:02 Let’s talk about your book again. You wrote this book in 2019. Social media changes rapidly, what’s one thing you would include in this book on social selling using the LinkedIn platform that maybe you didn’t even know about or have a firm grasp on when you wrote the book?  

  • LinkedIn video messaging. When Daniel wrote his book, video wasn’t the big focus. Now it is.
  • It’s the closest thing to face to face sales that gets your prospects a chance to see you and know you where bodily language can continue to make a huge impact.
  • When they can see your face and hear your voice, it adds a whole new layer to it.
  • Think about your environment when selling using video. What are your surroundings like, what are you wearing, etc. Make sure you are looking at the camera and confident about what you are saying.

19:40 During the pandemic, in what way are you seeing top salespeople pivoting right now using LinkedIn specifically to stand out of the crowd? 

  • Companies are encouraging their salespeople to focus on building their personal brands. They are starting to get their salespeople focused on growing their own personal audiences. Some SDRs now have bigger followings than the companies they work for and they are getting a hundred times the engagement, a hundred times the messaging, a hundred times the leads.
  • All they are doing is sharing value. They are not preaching or pretending to be the expert. They are simply sharing what is happening in their world and that’s what people want to follow.
  • From the prospects point of view, you become part of their daily routine if you are sharing the right content.
  • You become the “trusted authority” to help solve their problems and get them the results they want. 

22:43 Can you share with us a few questions you teach companies or salespeople to ask while messaging a prospect on Linkedin early in the conversation and why do these questions work with getting the prospect to want to engage?

  • You need to have conversations that are not necessarily focused on your product or service. 
  • Go through your prospect’s content and ask questions about their content. Talk about something that they are clearly interested in and passionate about and explore that subject in more detail.
  • Be sure and message people who view your profile. Just sent them a light, friendly message. This is another good way to create business.
  • The number 1 reason why salespeople deal with resistance and rejection is because they try to start presenting and talking about their solution too early in the conversation before they even know that a problem exists or before they know the root cause of the problem, and then how that problem is actually affecting them. 
  • Don’t assume they have a problem or you are dead in the water.
  • You can accelerate the chance you get a reply or accelerate the chance of you getting them coming to you, and that is by giving value. 
  • Make sure your profile is good before you message people.

29:13 Daniel shares 2 tips for offering value:

  • 1. Share content on a regular basis that provides value to your particular target marketplace including: Insights, knowledge, tips, stories.
  • 2. Engage in their content. If you see them checking out your profile, jump on their profile and make some likes to their content  

29:55  How can salespeople leverage LinkedIn without spending hours per day on it?

  • There is a bonus chapter in Daniel’s book called Social Selling In 15 Minutes A Day. Daniel outlines 3 activities salespeople can do every day that will generate huge results:
    • 5 Minutes – Spend 5 minutes growing your network every single day. Just focus on making 5-10 new connections. That may seem insignificant, but if you practice that every day it will build up over time.
    • 5 minutes a day – Engage in content every day. Every day make a like or comment on 3-5 industry relevant posts. 
    • 5 minutes a day – Every day try and share a post, your own content. 
  • Remember, it’s all about giving value. When you give value, you get value back.

32:35  Let’s talk about the future of Social Selling. What does that look like? What’s your advice on the future of Social Selling?  What does that look like to you in your mind?  

  • Video is growing rapidly.
  • Live videos with an industry expert.
  • Building your personal brand. 

34:05  What are a few specific things salespeople can do using the LinkedIn platform to win accounts in a down economy that most salespeople wouldn’t even know about?

  • 2 things: Effort & Creativity
    • Effort – Make an effort. Do your homework. Do some research. Research their content; research their profile; visit their website. Don’t just research them. Research other people like them in their company. 
    • Creativity – Find unique ways to communicate your value to them. 

36:27 Do you have any final thoughts or advice for our listeners?

  • Consistency. If you are going to leverage the power of LinkedIn you need to use it consistently.
  • It’s like going to the gym. If you want results, you need to do it consistently. 
  • Use LinkedIn to learn, use it to network, use it to sell but just make sure you show up on a regular basis 

37:06 Where can our listeners learn more about you and your company and how you can potentially solve some of their challenges with Social Selling?

Killer Resources

  1. The New Model Of Selling: Learn from Jeremy Miner The Only Friction-Free, Persuasion Sales System Guaranteed To Increase Revenue.
  2. Join The Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. Get ready to toss out all that you’ve been taught about sales up to this point. It’s time for a revolution.

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